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Exam 13: Managing Conflict and Negotiating Effectively

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Question 101

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Discuss any two of the ways in which negotiators differ across cultures.

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Negotiators across cultures may differ w...

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Question 102

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In the third stage of negotiation,the question,"Are you building a relationship that will support the agreement?" is appropriate.

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Question 103

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Although you may have a natural tendency toward one or two of the conflict handling styles,it may be beneficial to use all of them as the context and people involved change.

In the first stage of negotiation,BATNA stands for Best Alternative To a Negative Assessment.

Distributive negotiations tend to be dominated by the collaborative and compromise conflict-handling styles.

What source of intergroup conflict is likely when workers in both the sales and manufacturing departments believe they need additional space in a small office building in order to achieve their goals.

Conflict management refers to the diagnostic processes,interpersonal styles,and negotiation strategies that are designed to avoid unnecessary conflict and reduce or resolve excessive conflict.

All of the following are principles to increase the likelihood of successful integrative negotiations except:

Research on the use of different interpersonal conflict-handling styles indicate that forcing and avoiding are the most effective and well liked methods by others.

The win-lose negotiation strategy of "time warp" often involves the offer being valid only for a limited time.

The compromising style of conflict handling refers to behaviors at an intermediate level of cooperation and assertiveness.

Forcing tends to be characteristic of (1)more successful rather than less successful individuals and (2)high-performing rather than medium- or low-performing organizations.

During a training seminar on conflict management,Daisy states: "In a conflict situation I find it best to probe for the real needs underlying the other person's stated position,and then explore with him or her ways of meeting both of our needs through some sort of creative solution." Daisy probably relies strongly on the ____ conflict handling style.

Inge is a member of a union negotiating team,about to renegotiate her union's contract with company management.It seems as if the rank and file union membership is about evenly divided between wanting to secure a wage increase and wanting to get some sort of guarantee of job security.Inge is aware that the company's competitive position is not good.Sales and profits are down significantly,and many companies in the industry have been moving production overseas.Under these circumstances,it probably makes most sense for Inge to plan on engaging in:

The ____ conflict handling style is likely to be appropriate when: (1) agreement enables each person to be better off or at least not worse off than is no agreement were reached; (2) achieving a total win-win agreement simply isn't possible;and (3) conflicting goals or opposing interests block agreement on one person's proposal.

The stages of negotiation include assessing the situation,establishing the process,negotiating the agreement,and implementing the agreement.

People using the avoiding style of conflict usually don't take positions that create controversy.

In the model of interpersonal conflict handling styles,the extent to which a person is concerned with satisfying one's own concerns depends on the extent to which the person is ____ in pursuing personal goals.

What source of intergroup conflict is present when the sales department distrusts the manufacturing department because of differences in the way things are done in manufacturing?

The parties in distributive negotiations identify mutual problems,identify and assess alternatives,openly express preferences,and jointly reach a mutually acceptable solution.